IDS Medical Systems 3.6 ★

JOB PURPOSE:
The Manager–Sales, Medical Equipment is responsible for the management of the Medical Equipment Sales Department and overseeing all sales-related functions and activities. He/she provides leadership, direction and resources to ensure that the department achieves its goals and objectives. He/she drives revenue growth and market share through lead generation, proactive sales and establishment and maintenance of customer networks. He/she also maintains proper operational controls and systems to ensure organisation’s financial strength and operating efficiency.

KEY RESULT AREAS:
1. Overall Sales Leadership
▪ Develop and implement sales strategy and operating plans that contribute to the organisation’s strategic vision and positioning in the market
▪ Develop and implement strategies, metrics, programmes and tactical plans for each of the business verticals, sales channels, products and services to achieve the sales objectives of the organisation
▪ Foster a culture of sales excellence and ‘customer centric’ approach throughout the sales team and the organisation

2. Sales Performance
▪ Drive and lead the execution of strategies by setting aggressive but realistic
performance objectives, driving focus to ensure achievement
▪ Establish sales objectives by forecasting and developing annual sales budget; projecting expected sales volumes and gross profit for existing and new products
▪ Analyse and evaluate key markets, vertical segments and sales performance to ensure deployment strategy maximises revenue opportunities and implement necessary changes and solutions
▪ Develop and direct new opportunities within existing and new accounts
▪ Direct and manage the organisation’s sales targeting process to ensure the effectiveness of sales efforts and that they are aligned with the organisation’s goals and objectives
▪ Collaborate with Head of Revenue Funnel Management to align planning, forecasting and budgeting initiatives with business objectives
▪ Set metrics and KPIs, including but not limited to growth, win/loss rates, and length of sales cycle, to assess sales performance, identify performance gaps and drivers, develop remediation and action plans
▪ Manage funnel health and performance through funnel analyses and reporting dashboard to provide insights on opportunities and/or risks
▪ Forecast and present expected sales volumes, revenue and gross profit of all products and services to management; identify operational gaps and business opportunities; and propose measures to improve the margins
▪ Develop and implement cost control measures and initiatives to optimise working capital

3. Customer Relationship
▪ Develop and implement customer service policies and procedures to ensure consistency in deliveries and alignment with the organisation’s brand positioning
▪ Collaborate with cross-functional team to investigate customers complaints and to identify root cause(s) and implement agreed improvement initiatives
▪ Lead in the collaboration with relevant departments on meeting customer service requirements to ensure alignment with sales
▪ Monitor and review the execution of risk assessments when taking on new customer accounts, and contract negotiation and management
▪ Partner with cross-functional team to translate business needs and product requirements into new solutions for customers
▪ Lead customer engagement at senior levels with the organisation’s key accounts to develop strategic and integrated partnerships including contract negotiation
▪ Foster partnerships with key customers and expand the organisation’s KOL network

4. Business Growth
▪ Develop and direct mid- to long-term strategies to facilitate improvements for business development activities across the organisation
▪ Conduct market research to keep up with industry trends and best
practices to identify growth opportunities for the organisation
▪ Direct and oversee tactical marketing execution through collaboration with cross-functional team to ensure continual stretching of the organisation’s value propositions
▪ Evaluate regular OUTREACH survey results and develop strategies to continually grow business and improve performance
▪ Evaluate new product and service viability and marketability

5. Sales Operational
▪ Set and monitor annual work plans and KPIs for the department, sales teams and individual sales representative, and ensure alignment with the overall strategic objectives of the organisation
▪ Lead and direct the evaluation and development of core sales systems and processes, including Dominate, SPARKS and Dashboard, to ensure technology is being used as a strategic enabler to drive revenue
▪ Design and implement reporting tools and dashboards to enable the flow of information to support sales decision-making and organisation-wide business intelligence
▪ Mentor and develop key personnel in the department to ensure their professional growth
▪ Provide timely and constructive feedback to staff to encourage continuous improvement in performance and conduct.